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- Do you consistently have conversations with prospects that go nowhere at all? - Do you try to build rapport, build a relationship, ask good questions and offer value on prospecting calls, yet you struggle to set the appointment? - Do your prospects sometimes seem interested, even engaged but when you ask for the appointment do they frequently say, “We’ll call you if we need you,” “We already have a vendor,” “Call me next year” or something else along those lines? If this is happening to you, you are not alone. You may be working very hard, trying to do all the things the gurus have told you to do… yet your approach may actually be keeping you from scheduling more appointments. In this information-packed training session with Wendy Weiss, who is known as The Queen of Cold Calling™, you will learn: - The #1 Secret to setting the appointment - What Top Producers know that you may not - What makes prospects want to hear what you have to say - How to eliminate the stress and frustration and get results on each and every call - And much, much more
Citation preview
The #1 Secret to
Setting the Appointment
Presented by:
Wendy Weiss
The Queen of Cold Calling™
www.queenofcoldcalling.com
© 2013 Wendy Weiss
Send your questions 3 ways:
Tweet: @datadotcom #jigsawcontacts
Via The Corner! Bit.ly/CornerEvents
Or in the Question’s box on your screen
© 2013 Wendy Weiss
The #1 Secret to
Setting the Appointment
Presented by:
Wendy Weiss
The Queen of Cold Calling™
www.queenofcoldcalling.com
© 2013 Wendy Weiss
©2013, Wendy Weiss
We will Talk About:
Are you killing the plants?
The #1 Secret…
What Top Producers know…
What are prospects really thinking?
Qualifying prospects
Eliminating the stress and frustration
© 2013 Wendy Weiss
The Queen of Cold Calling
© 2013 Wendy Weiss
Appointment =
Your Prospect’s Agreement to Have an In-
Depth Conversation with You
©2013, Wendy Weiss
The Missing Link
It’s harder than ever to
get your prospect’s
attention.
©2013, Wendy Weiss
We Can All Agree…
How to:
Build rapport
Ask probing questions
Gather relevant information
Build relationships
…when the prospect won’t engage?
©2013, Wendy Weiss
The Sales Professionals’
Frustration
…really, really hard…
…at the wrong activities?
©2013, Wendy Weiss
Are You Working…
© 2013 Wendy Weiss
Interruption The
Beginning Expected
Setting the Appointment The Appointment
Suspect
Rapid
Hidden
Repetitive
Beginning
Repartee
Pace of
Exchange
Prospect
Response
Preparation
Collegial
Measured
More Open
Unique
The 2 Parts of the Sales
Process
©2013, Wendy Weiss
Are You Killing the Plants?
Have conversations in order to set
appointments
Set appointments in order to have
conversations.
©2013, Wendy Weiss
More Appointments?
Pre-Qualify the List
Need to Know vs. Nice to Know
Allow Prospects to Self-Qualify
Set the Appointment, Then Qualify
Get Permission to Qualify
©2013, Wendy Weiss
What About
Qualifying Prospects?
Who are you?
What do you want?
©2013, Wendy Weiss
What Are Your Prospects
Really Thinking?
Compelling Introduction
• Value Proposition
• Credentials
• Example
Ask for What You Want
©2013, Wendy Weiss
Setting the Appointment
Appointment = Prospect agreement
Unique skill set
Set appointments in order to have
conversations
Move the Sales Process forward
©2013, Wendy Weiss
The #1 Secret
http://bit.ly/swh-data
The Sales Winner’s Handbook
53 Word-for-Word Scripts to Get the Appointment,
Sail Through Objections, and Get the Sale...
144 Questions to Qualify Prospects, Gather Critical Information, Gain
Agreement, Justify Price and Close the Sale…
Claim $227 Worth of Additional Business-Building
Audios & Guides - FREE...
Next 24 Hours… FREE Priority Shipping in the US.
©2013 Wendy Weiss
Next 24 Hours…
Find us anytime:
@datadotcom
/datadotcom
Want to hear about upcoming webinars?
Be sure you sign up on jigsaw.com!
Find more Thought Leadership content
and past webinars/recordings on
The Corner!
bit.ly/CornerEvents
© 2013 Wendy Weiss
http://bit.ly/swh-data
The Sales Winner’s Handbook
53 Word-for-Word Scripts to Get the Appointment,
Sail Through Objections, and Get the Sale...
144 Questions to Qualify Prospects, Gather Critical Information, Gain
Agreement, Justify Price and Close the Sale…
Claim $227 Worth of Additional Business-Building
Audios & Guides - FREE...
Next 24 Hours… FREE Priority Shipping in the US.
©2013 Wendy Weiss
Next 24 Hours…
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